Ability to effectively use or engage in negotiation

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Reference no: EM132159489

Essay Questions

The following four essay questions contain excerpts from your text – one for each lesson topic covered by this application lesson. Your assignment is to read the paragraph paying attention to the bolded text, which is the topic you are to write your essays on once you have had a chance to research the topic via the textbook, the LIRN database, web research, or any other form of media accessible to you. Once you have done your research, you can do one of two things for your essay:

Choose a negotiation you have been involved with or witnessed that portrayed the topic or choose a negotiation that you found during your research and summarize the parts that would best demonstrate your grasp of the lesson topic being covered.

Write your essay on the topic diving deeper into the use and tools required that would show your ability to effectively use or engage in a negotiation.

2. Interteam Negotiations. We use the term interteam negotiation to describe these situations: two or more negotiators, acting as representatives of the interests of two or more organized groups; or teams, sharing interests and priorities with two or more representatives from other groups or teams who have their own interests and priorities (Shapiro and Von Glinow, 1999). Only a small number of research studies have investigated these issues. We can summarize the findings of these studies in the five broad areas below. Select at least two of the five to write your essay(s).(Reference Lesson 21)

[(1) Intergroup Negotiations Produce Better Outcomes than Negotiations between Individuals; (2) At the Same Time, Team-on-Team Negotiations Are Sometimes More Competitive and Better at Claiming-Valuing Dynamics; (3) Accountability Pressures Are Different for Negotiators Representing Teams Compared to Individuals; (4) When Negotiating as a Team, Negotiators Must also Manage Within-Team Dynamics; (5) The Relationship and Attitude among Team Members Affects Negotiation Process and Outcomes.]

Reference no: EM132159489

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